ON THE JOB TRAINING PROJECT REPORT
ON
TO STUDY HOW TO INCREASE AVERAGE BILL VALUE IN
1 INDIA FAMILY MART
SUBMITTED BY:
GAURAV SINGH
UNDER SUPERVISION OF:
MR. JAI SINGH
(BABU BANARSI DAS UNIVERSITY)
CONTENT
Chapter TOPIC PAGE
No. No.
ACKNOWLEDGEMENT I
1 INTRODUCTION
1.1 INTRODUCTION OF RETAIL INDUSTRY
1.2 OBJECTIVE OF THE STUDY
2 COMPANY PROFILE
2.1 MISSION
2.2 VISION
2.3 STRATEGY
2.4 COMPANY DETAILS
2.5 IMPULSIVE PRODUCTS
2.6 ORGANISATIONAL STRUCTURE
3 AVERAGE BILL VALUE
3.1 WAYS TO INCREASE AVERAGE BILL
VALUE
3.2 FACTORS INFLUENCING ABV
3.3 CALCULATION OF ABV
3.4 TECHNIQUE
3.5 KEEP PERFORMING INDICATOR
4 SUGGESTION
5 CONCLUSION
ACKNOWLEDGEMENT
First of all I express my great gratitude and love to the God, for enabling me to complete this
dissertation successfully. It is really a matter of pleasure for me to get an opportunity to thank all
the persons who contributed directly or indirectly for the successful completion of the project
report , How to Increase Average Bill Value in 1 India Family Mart .
I would thanks to Mr. Jai Singh (Store Manager) and Mr. Piyush Verma (Assisstant Store
Manager) and Mr. Nripendra Pratap Maurya (Management Trainee) who guided me and given
proper training and knowledge about the store management and its operation within seven day
training programme at Thakurganj Branch for the guidance, advice, and ideas that she has given
me a clear direction on how to do the project.
I am highly thankful to our respected Mr. Pankaj Singh (Regional Manager) and Mr. Mukesh
(HR) who have given this topic and preparing it On the job training program of seven days..
I am also grateful to my family members and colleagues and employee for their valuable
guidance and suggestions for my entire study and the encouragement and freedom to conduct my
project.
Gaurav Singh
INTRODUCTION
The Indian retail industry has emerged as one of the most dynamic and fast-paced industries due
to the entry of several new players. It accounts for over 10 per cent of the countrys Gross
Domestic Product (GDP) and around 8 per cent of the employment. India is the worlds fifth-
largest global destination in the retail space
The Indian retail industry is one of the fastest growing in the world. Retail industry in India is
expected to grow to US$ 1.3 trillion by 2020, registering a Compound Annual Growth Rate
(CAGR) of 16.7 per cent over 2015-20.
India is the fifth largest preferred retail destination globally. The country is among the highest in
the world in terms of per capita retail store availability. Indias retail sector is experiencing
exponential growth, with retail development taking place not just in major cities and metros, but
also in Tier-II and Tier-III cities. Healthy economic growth, changing demographic profile,
increasing disposable incomes, urbanisation, changing consumer tastes and preferences are the
other factors driving growth in the organised retail market in India.
The Government of India has introduced reforms to attract Foreign Direct Investment (FDI) in
retail industry. The government has approved 51 per cent FDI in multi-brand retail and increased
FDI limit to 100 per cent (from 51 per cent) in single brand retail, and plans to allow 100 per
cent FDI in e-commerce, under the arrangement that the products sold must be manufactured in
India to gain from the liberalised regime.
3 Vs in Retail Industry are:
Value
Variety
Volume
OBJECTIVE OF THE STUDY
Identify the product which can increase the bill value and are impulse in buying;
To study different parameter influencing the purchase
Create combo offers in department and increase Basket size
Observing the customer buying behavior to know what makes them to buy or what not
Identify the area the for improvement and implement different strategies.
COMPANY PROFILE
Nysaa Retail Private Limited is a Private incorporated on 22 November 2012 with a vision to
start launching of its retail chain from October 2013 starting UP and then expanding its business
to Bihar, Chhattisgarh, Haryana, Rajasthan, Punjab and North East. With rich experience of
promoters with clear understanding to provide the best value for money spent on each purchase
by customer. 75% of Indian population still lives in villages or small town. Media has created a
new world for villagers and now they are also very much conscious for what they wear. Nysaa
Retail`s process driven offerings is designed to boost productivity and improve efficiency of
customers. Being a customer driven market Nysaa Retail is committed to provide the latest range
of apparel and lifestyle products for its customer with vide range that will provide lot of choices.
MISSION
Affordable Clothing and lifestyle accessories
Solve fashion problems
Nearby outlet to shop for customers
Affordable price
Choice and offers
VISION
To be an organization that is committed to provide products at a level of excellence that
exceeds every retailers standard, at a price that is best.
Creating an environment that encourages and rewards our employees on reaching our full
potential, and puts emphasis on both competition and equality.
STRATEGY
There are basic three strategies that NRPL aimed for achieving sustainable, inclusive and
profitable growth
Focused on Customer
Innovation Oriented
Collaborative transformation
COMPANY DETAILS
Company Name NYSAA RETAIL PRIVATE
LIMITED
Company Status Active
Registration Number 245192
Company Category Company limited by Shares
Company Sub Category Non-govt company
Class of Company Private
Date of Incorporation 22 November 2012
Age of Company 4 years, 10 month, 29 days
IMPULSIVE PRODUCT
An impulse purchase or impulse buying is an unplanned decision to buy a product or service,
made just before a purchase. One who tends to make such purchases is referred to as
an impulse purchaser or impulse buyer.
DIFFERENT CATEGORIES OF PRODUCTS:
Kids Section:-
Kids infant (KI)
Kids Girls (KG)
Kids Boys (KB)
Mens Section:-
Mens Upper (MU)
Mens Lower (ML)
Mens Ethnic (ME)
Ladies Section:-
Ladies Ethnic (LE)
Ladies Western (LW)
General Merchandise:-
Soft toy (ST)
Soft fixture (SF)
Travelling accessories (TA)
Life style (LS)
Household (HH)
Home Furnishing (HF)
Footwear (FW)
ORGANISATIONAL STRUCTURE
Store Manager (1)
Assistant Store manager (1)
Management Trainee (1)
Visual Merchandising(1) Electrician (1) Floor Manager (1)
Team Leader Team Leader Team Leader Team Leader
General Mens (1) Ladies (1) Kids (1)
Merchandise (1)
HH (2) MU (2) LE (2) KI (2)
HF (1) ML (2) LW (2) KG (2)
FW (2) ME (2) KB (2)
SF, ST, TA (2)
LS (2)
House keeping (2)
Authorized from Third Party
Housekeeping (2)
Guard (2)
AVERAGE BILL VALUE
Average basket size refers to the number of items getting sold in a single purchase. It is the
equivalent of total units sold number of invoices. Depending on the kind of business, average
basket size can be a very important metric. The increase in average bill value will in increase the
sales and the profitiablity. Average basket size is also refered as Average Ticket Size.
For example: any consumer has a tendency to buy only one or two toys/games at a time. At the
same time, a toy shop housing all toys from the smallest to the highest range, may achieve good
brand image, customer footfall and profits, but its average bill value per customer would not
increase.
WAYS TO INCREASE AVERAGE BILL VALUE
Increase sale
Go for the add on sale
Take hidden product or services out of shadow
Create weekly or monthly sales challenges
Show them cross selling option and upselling option
First focus on customers need
Focus on conversion
Assist the customer to buy but not to follow them
Focus on selling additional product (coordinate selling)
FACTORS INFLUENCING THE AVERAGE BILL VALUE
VISUAL MERCHANDISING
Visual merchandising is the art of presentation , which put merchandise into focus. It refers to
anything that can be seen by the customer inside and outside a store, including displays,
decorations, signs and layout of space. The overall purpose of visual merchandising is to get
customers to come into the store and spend money.
Five important element of visual merchandising are:-
Remember that color is king
Create a focal point
Tell a story
Expose customers to the maximum amount of merchandise
Use empty space wisely
Visual merchandising consists of mainly two techniques; interior and exterior displays, also
known as in-store design and window displays.
Interior displays
Store layout
Mannequins
Point of purchase display
Atmospherics
Light
Music
Scent
Exterior displays
Window display
Colour
Graphics, photography and signage
Seasonal display
Fashion trends
Color-Blocking refers to wearing blocks of colors. Color-blocking is different than how people
usually dress because the colors in the outfit are considered louder, or colors that clash.
Color-blocking is thought of as the exploration of taking colors that are opposites on the color
wheel and pairing them together to make interesting and complementary color combinations
STORE BASIC STANDARD
Grooming
Cleanliness and hygiene
staff briefing
Basket Management
Offer Implementation
CUSTOMER SERVICE
Customer Interaction
Customer Complaints & Feedback Program
Merchandise Return Policy
Gift Wrapping
Baggage Counter
CALCULATION OF ABV
The average bill value is the average purchase made by the buyer that is
=total sales per day/total number of bills made
OR
It is calculated as Total sales / No of invoices
For Example: Total number of sales are 800000
Total number of bills made 314
ABV = 800000/314 = 2547
FORMULAE
Average value per piece = store sale/no. of store quantity sold
Customer conversion = no. of bills/no. of entry
Average value per bill = store sale/Bill made
TECHNIQUES IMPLEMENTED
Cross Merchandising OR Cross selling
Up selling OR Suggestive Selling
Department Wise Combo Offers
KEEP PERFORMING INDICATOR (KPI)
Date Quantity Sales ABV
10/15/2017 2619 522670 973
10/16/2017 1748 328422 821
10/17/2017 2914 510589 768
10/18/2018 2716 548323 817
10/19/2017 1390 293376 826
10/20/2017 715 122932 172
10/21/2017 1233 208248 655
10/22/2017 459 87420 190
SUGGESTION
Make checkout faster
Make merchandise easy to find
Men and women have different buying habit
Attract shoppers and keep them in stores
There should be trial room in every floor.
CONCLUSION
There should be proper SDP Standard Display Pattern to create impulse.
More focus on Customer Services and Interaction.
There should be enough Ailing or Walking space.
Staff members should focus on suggestive selling and cross selling.
Maintaining the Line of Business (LOB) and Point of Sale (POS).
Company need to spend a lot on advertising and promotion to create image of its
product.
Provide better customer and feedback service.
